PROFESSIONAL PATTERNS OF MANAGEMENT

Field Management is key to success. Field sales management development is KBI signature
strength. KBI has been very successful in training hundreds of thousands of managers
worldwide.

Through the many years of research conducted by KBI with our extensive customer base, as
well as company-specific and industry-wide trend analysis, it is apparent that financial services
companies desire a proven, comprehensive, cost-effective method to train field managers.

Professional Patterns of Management offers these primary benefits:

 A single, trusted training partnership for sales management training
 Transferable, proven content
 Module format – easy to implement, train and follow up
 Proven tools for measuring effectiveness
 Reduced implementation time to capture a quick return on investment

KBI’s Professional Patterns of Management has been incorporated into many companies
located in China, Taiwan, Hong Kong, Singapore, Japan, Korea, India, Indonesia, Canada,
United States, Mexico, Malaysia, Argentina and others.

The Professional Patterns of Management program is accredited with the prestigious

American College’s Chartered Leadership Fellow (CLF) designation. Completion of
Professional Patterns of Management fulfills Step 1 of the American College’s CLF program.

KBI can:
 Develop customized evaluation critique for selection of field managers
 Participate in the interviewing process of field managers
 Provide proven Professional Patterns of Management
 Install Professional Patterns of Management program on site

17110 Dallas Parkway • Suite 220 • Dallas, TX • 75248 • 972-380-0747 • www.KinderBrothers.com 1

 HAT YOU LEARN

Module 1: Planning Desired Results

This module develops your skill in planning the desired results. In the process, it provides you information
relative to your management position -- its responsibilities and expectations.

Module 2: Communicating Effectively

This module will help you think through and communicate your plans and philosophies, as well as, teach
you to broadcast good news.

Module 3: Recruiting Winners

This module acquaints you with a proven process for selecting, evaluating, and attracting an adequate
number of high potential producers each year.

Module 4: Building Confidence Through Competence

This module assists you in building a program of education for your associates.

Module 5: Developing Independent, Responsible Producers

In this module, you learn to distinguish between educating and training producers. You’ll become
knowledgeable about proven development programs and procedures.

Module 6: Creating Prospect Attraction And Trust

In this module, you’ll learn proven ways to create prospect attraction and trust. You will utilize your
experience to help your producers market their own identity.

Module 7: Setting Agents Up For Early Success

In this module, you’ll build your confidence in setting producers up for early success. Checklists and
procedures will be examined.

Module 8: Monitoring Consistently What Matters

In this module, you’ll become acquainted with the triangular approach for managing production. You’ll
discover the positive impact monitoring and measuring has on producer productivity and development.

Module 9: Multiplying To Maximize

This module shows you how to select and develop key office personnel. Carefully selected and trained
multipliers position you to be a leader.

Module 10: Enhancing Leadership Skills

In this module, you’ll examine the ways in which the Agency Builder motivates and leads.

Supplemental
 Embracing Ethical conduct
 Mastering Compliance: A Guide for Insurance Professionals
 Reference, Biographical Information, Glossary, etc.

17110 Dallas Parkway • Suite 220 • Dallas, TX • 75248 • 972-380-0747 • www.KinderBrothers.com 2

 Module One – Planning Desired Results
Essence of Module - This module develops your skill in planning the desired results. In the process, it
provides you information relative to your management position -- its responsibilities and expectations.

Module Objective - This module challenges you to maximize your personal development through a
positive learning experience. It will discipline you to plan your organization's growth. Additionally, it will
help you identify the four key areas that need your time and attention.

Test Your Knowledge For Your Review

Key Information
(Assignments) (Exhibits)
The Chief Aim Ten Characteristics of Leadership Success Model
The MBO Process Your Mission Statement Sample Mission Statement
Five-Year Model Charting Your Course MBO Process
59 Dimensions Forecasting the Growth Total Sales Force
Management Accountability 59 Dimensions Agency Profile Organizational Chart/
The Best Kept Secret Looking at the Major Systems Traditional
"Main Event" Management Self-Analysis Questionnaire Procedures On Paper
A Dozen and One Disciplines

Module Two - Communicating Effectively

Essence of Module - This module will help you think through and communicate your plans and
philosophies, as well as, teach you to broadcast good news.

Module Objective - This module will help you identify opportunities for effective communication. You will
develop communication tools that will inform, instruct and inspire.

Test Your Knowledge For Your Review

Key Information
(Assignments) (Exhibits)

Communication Philosophy Monday Morning Memo The Starting Point

The Starting Point
Impact Words
Flash Bulletins
Monday Morning Memo
1st Day PCA Monthly Report
The Difference Maker
Builda Communication System Make Bulletins Sparkle
Impact of Recognition Monthly PCA Report
“Power of Tax Deferral”
The Might of Little Things

17110 Dallas Parkway • Suite 220 • Dallas, TX • 75248 • 972-380-0747 • www.KinderBrothers.com 3

 Module Three - Recruiting Winners
Essence of Module - This module acquaints you with a proven process for selecting, evaluating, and
attracting an adequate number of high potential producers each year. You will learn the importance of the
six vitals.

Module Objective - This module will cause you to recognize the direct relationship between recruiting
and production. It will build your confidence in the probing interview and your persuasiveness in the
presentation step.

Test Your Knowledge For Your Review

Key Information
(Assignments) (Exhibits)

The Number One Job  Atmosphere of Success 20 Retention Factors

Searching Sources
Evaluating for Winners
The Six Vitals
Building the Reservoir
Look for “The Keepers”
Six Key Questions
Attracting the Talent
 “Key Producer”
Recruiting Experienced
Producers
 Who Succeeds Around Here?
 Recruiting Success Formula
 Recruiting Rules
 Build Your Reservoir
 Identify Key Producers
 Your “Attraction Statement”
Ideal Profile
Pre-Approach Letters
Attributes for Success
Reservoir Card
Evaluation Highlights
Knockout Factors
Success Predictability Profile
Final Evaluation Checklist
Experienced Producer Issues
Evaluation Production History
Assets Under Management
 “Sunday Punch” Outline

17110 Dallas Parkway • Suite 220 • Dallas, TX • 75248 • 972-380-0747 • www.KinderBrothers.com 4

 Module Four – Building Confidence Through Competence
Essence of Module – This module assists you in building a program of education for your associates.

Module Objective – This module assists you in establishing an orderly approach for building an
educational program.

Test Your Knowledge For Your Review

Key Information
(Assignments) (Exhibits)

Three Levels of Competency Water The Performance You Self-Concept

Educating on Prospecting
Put In A Good Day’s Work
Water The Performance You
Want to Grow
Teach The Habits of The Pros
Build Replacement Value
Want to Grow
Building Your Replacement
Value
Agent Coaching Evaluation
Educating Is Leading
The 12 Activities of an Agent
Educational Sessions
Professional Development
Checklist
Thoughts to Remember

Module Five - Developing Independent, Responsible Producers

Essence of Module - In this module, you learn to distinguish between educating and training producers.
You’ll become knowledgeable about proven development programs and procedures.

Module Objective - You’ll improve your effectiveness in building attitudes, teaching sales strategies and
managing activity.

Test Your Knowledge For Your Review

Key Information
(Assignments) (Exhibits)

The Training Goal
Train the Planning Function
Attitude Building
Goal Attainment Insurance
Develop Sales Process
Plan the Field Work
Fostering Self-Development
Coaching Confidence
The Priority in Training
Client-Building Process
Your “Commercial”
What Do You Do?
The Initial Interview
Closing With Confidence
The Follow-Through Sale
Planning The Ideal Day (Sample)
Box-Time Theory
Goal Attainment Insurance
How A Young Agent Started
Self-Concept
The Sales Trac
Thoughts To Remember
Let ‘em See It Done

17110 Dallas Parkway • Suite 220 • Dallas, TX • 75248 • 972-380-0747 • www.KinderBrothers.com 5

 Module Six - Creating Prospect Attraction and Trust
Essence of Module - In this module, you’ll learn proven ways to create prospect attraction and trust. You
will utilize your experience to help your producers market their own identity.

Module Objective - The aim here is to educate you in the many ways you can cause your producers to
become known for what they know.

Test Your Knowledge For Your Review

Key Information
(Assignments) (Exhibits)

The Most Significant Factor Marketing In Your Organization Low-Budget Marketing

Your Competitive Edge - Analyze Where They’ve Been Strategies
Marketing Market Evaluation Marketing Changes
Marketing Defined Construct the Plan
External Marketing vs. Internal Best Prospects
Marketing Examine Improvement
 “Capturing Mind Share” Possibilities
Proven Marketing Strategies
Analyze Where They’ve Been

Module Seven - Setting Agents Up For Early Success

Essence of Module - In this module, you’ll build your confidence in setting producers up for early
success. Checklists and procedures will be examined.

Module Objective - This module will help you to master the art of moving producers to an early, confident
start in their new role.

Test Your Knowledge For Your Review

Key Information
(Assignments) (Exhibits)

Commitment “Place Mat” Induction Initiatives Commitment “Place Mat”

Development Grid
Joint Field Selling
Memorandum of Understanding
Benchmark Checklists
Producer’s Mission Statement
Develop Your “Place Mat” Interview
Interview Operation Fast Start
Develop Your Induction New Producer Development
Checklists Grid
Model Joint Work Schedule
Memorandum of Understanding
30-Day Checklist
The Critical 90-Day Checklist

17110 Dallas Parkway • Suite 220 • Dallas, TX • 75248 • 972-380-0747 • www.KinderBrothers.com 6

 Module Eight - Monitoring Consistently What Matters
Essence of Module - In this module, you’ll become acquainted with the triangular approach for managing
production. You’ll discover the positive impact monitoring and measuring has on producer productivity
and development.

Module Objective - This module will help you learn more and better ways of monitoring producer
productivity.

Test Your Knowledge For Your Review

Key Information
(Assignments) (Exhibits)

Production Triangle HelpfulMonitoring Activities What Agents Expect

Growing Winners
Four Critical Areas
“PEP” Sessions
Stay Brilliant on the Basics
Achieving Vertical Growth
Fix the Management Focus
Monthly
Performance to Potential
Helping People Grow
How Well Do You Manage
Your Time?
Expectations of Management
Monitoring In Your Agency
Weekly Progress Guide
Performance Improvement
Formula
 “PEP” Session Questionnaire
 “PEP” Pointers
Monthly Focus Report

Module Nine - Multiplying to Maximize

Essence Of Module - This module shows you how to select and develop key office personnel. Carefully
selected and trained multipliers position you to be a leader.

Module Objective - You’ll develop your process for attracting and developing others. This leverages your
ability and time to focus on the high pay-off activities.

Test Your Knowledge For Your Review

Key Information
(Assignments) (Exhibits)

Bringing Out The Best In KOP Evaluation Organizational

Others
Improving Skill Levels
Identifying Organization
Leaders
Five Ongoing Evaluations
Key Office Person (KOP)
Contribution
Marketing Team Leader Impact
Leadership Core Competencies
Developing Marketing Team
Leaders
Improving Skill Levels
How Do You Multiply?
Chart/Traditional Life Agency
The Advantages of Joint Selling
Insurance Policy for FSM
Success
Organizational
Chart/“Rainmaker”
Multipliers Are Selected To Be
Winners

17110 Dallas Parkway • Suite 220 • Dallas, TX • 75248 • 972-380-0747 • www.KinderBrothers.com 7

 Module Ten - Enhancing Leadership Skills
Essence of Module - In this module, you’ll examine the ways in which the Agency Builder motivates and
leads.

Module Objective - In this module, you’ll learn how to develop the eight motivational dimensions. You’ll
improve your effectiveness as a relationship builder and a manager of management time.

Test Your Knowledge For Your Review

Key Information
(Assignments) (Exhibits)

The Hierarchy of Needs Messages To Remember Important Management Words

Motivating at Higher Levels Know Where Your Time Goes The Might of Little Things
Timing vs. Scheduling Developing A Dynamic Sales Leadership Makes The
Effectiveness vs. Efficiency Organization Difference
Developing Time Sense Grading Your Skills This Year’s Forecast
Relationship Building Boss vs. Motivator
Elements of Your Motivating
System
Boss vs. Motivator
Proven Motivators

17110 Dallas Parkway • Suite 220 • Dallas, TX • 75248 • 972-380-0747 • www.KinderBrothers.com 8

 PPM Course Support Materials
Tuition includes the following:

Professional This 500+ page binder contain all ten modules for your study.
Patterns of Each module is divided into an overview and objective, key
information, testing your knowledge and a review.
Management

Leading This 8-CD audio series includes a wealth of information on topics

Edge such as recruiting, training and developing new agents. These
proven management concepts will benefit any manager looking to
Managing develop a dynamic sales organization in the 21st century.

Building the The Kinders, along with Val Ivanov, share their time-tested
Master systems-oriented approach to agency building. Learn how to build
a world-class organization from the masters of the industry. This
Agency 325-page hardbound book outlines the systems for building a
master agency.

17110 Dallas Parkway • Suite 220 • Dallas, TX • 75248 • 972-380-0747 • www.KinderBrothers.com 9

 PPM Certification Process
1 Order course from KBI
To order material, contact us at 972-380-0747 or 800-372-7110.

2 Study course material utilizing binder, books and audio CDs

You will need to go through entire material as a self-study course. We estimate it will take
five to six months to complete the material.

3 Complete assignments in modules

Each module contains different action and reading or listening assignments

4 Submit assignments to KBI

Mail your completed assignments to KBI’s Home Office. All assignments must be completed
in full before we will begin the certification process. You may also want to submit a copy of
assignments to your regional manager.

5 Assignments will be evaluated and certified

KBI's Certification Officer will evaluate and assess your assignments. This process will take
from one to two weeks.

6 Receive completion certificate – Professional Agency Builder Degree

You will be mailed a copy of your assignments with notes from KBI's Certification Officer.
Based on successfully completing the assignments, you will receive a certificate of
completion for the course.

7 The American College

Once you have received your PPM Certification, KBI will submit your course completion to
The American College. You will have fulfilled Step 1 in obtaining the Chartered Leadership
Fellow (CLF) Degree.

17110 Dallas Parkway • Suite 220 • Dallas, TX • 75248 • 972-380-0747 • www.KinderBrothers.com 10

BONUS: Chartered Leadership Fellow

What is the CLF?

The CLF is the first managerial leadership designation created specifically for financial services
professionals. It uses practical, hands-on applications to teach recruiting and selection, marketing,
leadership, team building and interpersonal organization skills, and management. 250+ students have
earned the CLF since its first class in 1999.

KBI's Professional Patterns of Management - 21st Century is one of the courses available for
completing the CLF designation.

For more detailed information explaining the CLF program, log on to http://theamericancollege.edu

17110 Dallas Parkway • Suite 220 • Dallas, TX • 75248 • 972-380-0747 • www.KinderBrothers.com 11

 Self-Study
This is designed for the student to purchase individually. Progress is monitored by KBI. Each student will
have a moderator at KBI who will guide their progress. (Tuition - $1079)

Contact PPM Specialist or order Professional Patterns of Management from our Store

Tuition

Course Fee $950

Required Material $129
Total $1079

Course Fee - $950

Course Fee includes course binder, certification process, certificate (based on completion), and all
shipping & handling from KBI offices.

Required Material - $129

Required Material includes:

Leading Edge Managing audio CDs $89

Building the Master Agency book $40

Should you already have these materials in your library, you may use them instead of purchasing the
Required Material.

Payment Method

Check or Credit Card (VISA, Mastercard, American Express)

17110 Dallas Parkway • Suite 220 • Dallas, TX • 75248 • 972-380-0747 • www.KinderBrothers.com 12

 Study Group

A KBI Instructor provides classroom instruction for your company’s group. The classroom instruction is
typically separated into 4 one-day sessions during a 12 month period.

Tuition - $1079/student and KBI Instructor’s fee and travel expense.

Contact PPM Specialist

For Your Company

We also can provide a customized course for your company. Please contact our PPM Specialist for more
information.

For Fraternals

Please contact our PPM Specialist for more information on our Professional Patterns of Management
for Fraternal Companies.

17110 Dallas Parkway • Suite 220 • Dallas, TX • 75248 • 972-380-0747 • www.KinderBrothers.com 13

 Contact us for more information
To schedule a Study Group, ask questions or purchase the Self-study Professional Patterns
of Management, contact Bill Moore at:
Phone (800) 372-7110 or (972) 380-0747

Email WMoore@KinderBrothers.com

Address 17110 Dallas Pkwy., Suite 220

Dallas, TX 75248

Bill Moore, Vice President and Sr. KBI Consultant, has more than
33 years of experience in the Financial Services Industry and an
immense knowledge of sales and marketing, management
development, and agency building. Bill began his insurance career
in 1977 as an agent with Mutual of New York. Moving into
management, he integrated the Kinders’ systems and concepts as an
Agency Builder for MONY. In 1982, Bill took his education and
experience to the home office when he became Field Director of
Development for both the sales force and sales management at
MONY.

He returned to the field in 1986 and built a million dollar commission agency in Oklahoma. In
1990 he was transferred to Dallas, Texas and built a large commission agency, before retiring
in 1997.

Based on his practice and understanding of the industry, Bill is a natural at providing
companies the assistance needed to build strong management talent and solid producing
agents.

Bill’s principal focus as a consultant is to develop fundamental and sound sales and sales
management leaders. His work includes all segments of the financial services business:
agents, sales managers, agency managers, and home office executives. He is the co-author
of the new Professional Patterns of Management – 21st Century, which is a premier
management development course. His “Million Dollar Round Table” and “Building Bench
Strength” seminars have been widely acclaimed by agents and managers worldwide. His
consulting experience includes companies in the United States, along with extensive work in
the Pacific Rim (China, Thailand, Taiwan, Korea, Singapore, Malaysia, Japan, Hong Kong,
Indonesia, New Zealand, Thailand, and Australia).

Bill has earned his Chartered Life Underwriter (CLU), Chartered Financial Consultant (ChFC),
Registered Financial Consultant (RFC), and Fraternal Insurance Counselor (FIC) designations.

17110 Dallas Parkway • Suite 220 • Dallas, TX • 75248 • 972-380-0747 • www.KinderBrothers.com 14